No Broke Months For Salespeople - The Secret That Top Agents Know And Struggling Agents Ignore

Episode Date: March 7, 2025

In today’s episode, we discuss why focusing on actions over outcomes is the key to consistent real estate success. Dan Rochon shares how to align daily habits with big goals, the five essential steps of CPI Time, and how to apply the defining question from The One Thing by Gary Keller and Jay Papasan to drive results. If you’re struggling to get the results you want, this episode will help you reset your focus and take the right actions today.What you’ll learn on this episodeStop measuring the past: focus on actions that shape your futureMaster the five steps of CPI Time to build a predictable real estate businessIf you're not closing deals, you're making one of three mistakesUse "The One Thing" framework to prioritize what actually moves the needleYour income is a reflection of your habitsResources mentioned in this episodeThe One Thing by Gary Keller & Jay Papasan – Get the book to master productivity and goal-settingCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Sometimes it's a smart move to not engage in conflict. I'm just going to let it slide. I'm not going to, I'm not going to embrace this, but for the most part, we're looking to say what action, what habits do we need to put into place so that we can get the goals that we want to get. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs.

As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success. All right.

Somebody tell me something. Yeah. I know that there's probably going to be a couple of agents joining us. And then, um, we have right now. 20 registrations for the five day event that starts next Monday. And then that's going to start to ramp things up and we're going to send out, uh, starting today, we're going to start really ramp things up and we're going to send out starting today. We're going to start really amplifying the promotion process of it.

So I expect for the numbers to start growing starting today. Hopefully we'll see. If you know of anybody that should be attending, let's go ahead and put a link in the chat there and we can maybe put that when some more agents join us here in the future and feel free to share that with anybody that may benefit. Somebody tell me something good. Terri, how was your weekend? I was great. Quiet. Well, yeah, I spent most of Saturday and early Sunday with my 11 year old grandson who keeps me young. That's good.

Yeah, that's good. I know the negotiator. I'm looking forward to bringing him into the business. I had some work for him to do. I said, OK, how much do you charge an hour? He said 20. I said, I can't afford you. He said 10. I said, I still can't afford you. He said, okay, five. No, wait a second. How many minutes are in an hour? I said 60. He said, okay, $6 an hour. So for every 10 minutes I work, I get paid a dollar.

Yeah. I like it. Me too. I'm going to say get 20. Yeah. I'm not going to hire you either. Oh, come on. Come on. Anywho, somebody else tell me something. Get Raymark, Hello King, Calf, Leslie. It's inauguration day. Oh yeah. Yes it is. Oh, the commander's one. Come on. That's a boy span. Come on. Another decade. We can have that conversation before.

Yeah, probably. This is the commander's decade. Hopefully. All right. All right. I did have some things I wanted to talk to you guys about for today saying, there's Johnny root. I'm going to go to you guys about for today saying, um, there's Johnny root and get locked in there. Good

morning, Johnny root. Morning. All right. I know you got a couple of clients you're working with. Less is going to be available for you here in about 25 minutes to help you with that, whatever you need to, uh, to get those offers accepted. Okay. Absolutely. I've already talked with the agent. Uh, the first one's a done deal. All we've got to do is get the contract.

Oh, God, I'm saying then my second contract or second client, uh, to take out at two o'clock to look at repeats on two properties. Where's the decision. This is it. For the concert and Terry, your decision, your advice worked. Oh, good. Good deal. Good deal.

Terry, thank you for that advice to Johnny. So I want to give you some thoughts today about outcomes and actions. And we've talked about this in the past about, so, you know, I've coached probably thousands of agents at this point in my career. And what I find is that most people I guess they focus on the outcomes and they measure their success based off of what the results are and I think that that's that's good. Hey hey salesperson are you struggling to close deals or struggling to gain trust or you struggling to close deals? Or struggling to gain trust? Or are you struggling to create consistent and predictable income?

I'm Dan Rochon and I've seen it all. Salespeople stuck in uncertainty, guessing their way through the business. And that's why I created the Consistent Predictable Income CPI Inner Circle to give you the tools to master, teach yourself, and finally eliminate the struggle. Learn how to influence, close, and turn doubt into trust on repeat. No more trial and error, just results. Ready to take control? Visit www.nobrokemonths.com, that's nobrokemonths.com.

Click login and get started today. Click login and get started today. But when you're measuring the outcome, you're measuring the past. And so if you want to be, and so what I mean by measuring the past, what I mean by measuring the past, I remember once upon a time when I owned a real estate brokerage, I used to sit in the room with all the owners of the brokerages and we would look at the data of, you know, how many agents did you recruit? What was your profit? How much, you know, what's your revenue, that type of thing. And those are all like, they're all telling a story of whatever happened previous to that moment, to that instance. And so through the years,

what I've done is I've found that I would get better energy when I measure my performance based off my actions rather than my results. And so you may be thinking, well, how can you, how can you do that? Dan, isn't business about getting results? Yes, absolutely. But the question I asked for you is how do you get results? You get results based off of actions. And you also get results based off of inaction. And so what do I mean by that?

Well, if you want to get nothing done, do nothing. If you have a challenge, sometimes inaction actually works to your benefit. It is a choice when you're choosing it, but absent choosing it is probably not the best choice. So when would you choose inaction, maybe in a negotiation where you have an offer that's coming in and, or an offer that's in, and you delay a few hours to be able to get back to the other person because you want to make sure that they feel a little bit stressed on, is this going to go forward or not go forward?

So it's a smart negotiating move sometimes. Sometimes it's a smart move to not engage in conflict. I'm just going to let it slide. I'm not going to, I'm not going to embrace this, but for the most part, we're looking to say what action, what habits do we need to put into place so that we can get the goals that we want to get. What habits do we need to put into place so that we can get the goals that we want to get? And so now that we understand that your actions produce your outcome, then it's sitting there saying, well, what actions as a real estate agent should you embrace?

Well, there's only five and that's your CPI time. And so those five, again, if you don't have this memorized, well, let me ask you who has this memorized? Who knows the five steps of CPI time? Three hours of lead generation. Okay. So we generate daily. Go on.

Right. Convert to the appointments. Go on the appointments to get hired get hired, negotiate the role play. Okay. Very good. Very good. And so we understand that's our priority. Hello, Kat.

Hello, Jade. Welcome. Then when we put our time and energy into those activities daily, five days a week, what do you think your results are going to get are going to be? Most likely they're going to be success. If you don't get the results that you want, then write this down. There's one of three things that's occurring. Either you're not saying it often enough.

You're not saying it to the right people or you're not saying the right thing. So if you are putting your one to three hours of lead generation in every day and you're not getting the results and you may want to consider who am I saying? They do. You may want to consider what am I saying? Am I saying it to enough people? Cause there's going to be one or more of those things right there. That's going to cause you to have success or not?

Right now, what I want you to do is I want you to think about what's the one activity that I could do right now today. Now, let me change that back. Let's go back to the outcomes. What I want you to do right now is I want you to think of what's the one outcome, what's the one result I would want to achieve today in my life. That could be personally, professionally, whatever the case may be. Was one thing I would love to achieve today in my life. I'm going to write that down. I'll give you five seconds.

In my life, I'm glad I'm write that down. I'll give you five seconds. What's one thing I'd like to achieve today? Personally, professionally, spiritually, physically, whatever the case may be. One thing. Does everybody have one thing? Click your thumbs up if you're not on video, if you could. All right. So now that you have that one thing,

go back to, I just said the one thing. I didn't mean to do that. Now we'll go back to Gary Keller's and Jay Papazon's book, The One Thing, and the defining question in that book. And if you haven't read that book before, I do recommend it. The defining question in Gary Keller's One Thing,

and Jay Papazon, is, the defining question in Gary Keller's one thing, and Jay Papazon is the defining question in there is what's the one thing that I could do such that by doing it, everything else becomes either easier or unnecessary. And so what I want you to do next is to consider what is it that you just wrote down of whatever it is that you want to achieve in the world today, physically, spiritually, professionally, personally. And then I want you to consider what's the answer to that defining question. What's the one thing you could do right now today that when you do it, nothing else is

necessary. Everything else is irrelevant for you to achieve that goal. So in other words, what's the first thing to do that's going to knock down the pathway to everything else. If it was for me professionally to say today, I'm going to find somebody to hire me, then what I would do is the first one thing I would do is to identify because if I'm going to get somebody to hire me today, it's unlikely that I'm going to be able to find somebody new and they're going to hire me today.

Does that make sense to you guys? Because there's a litable process. All right, ladies and gentlemen, have the best day of your life. Be grateful, make good choices to go help somebody. God bless you. I'll see you guys. Hey there, No Broke Months listener. I've got some exciting news. We just passed 375,000 downloads

for the No Broke Months podcast, and I could not have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me. Now with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling.

Share the show with them. Let them know there's a way to create consistent and predictable income because no salesperson should ever have another broke month again. And hey, while you're at it, don't forget to like, subscribe, and leave us a favorable review. Your support helps us reach even more salespeople who need this. Until the next episode, have the best day of your life. Be grateful, make good choices, go help someone, and share the show with a friend. God bless you.